Business Development Manager (Residential and Light Commercial HVAC) (Remote)

Build your best future with the Johnson Controls Team. 

As a global leader in smart, health and sustainable buildings, our mission is to reimagine the performance of buildings to serve people, places and the planet.  Join a winning team that enables you to build your best future! Our teams are uniquely positioned to support a multitude of industries across the globe. You will have the opportunity to develop yourself through meaningful work projects and learning opportunities. We strive to provide our employees with an experience, focused on supporting their physical, financial, and emotional wellbeing. Become a member of the Johnson Controls family and thrive in an empowering company culture where your voice and ideas will be heard – your next great opportunity is just a few clicks away! 

What we offer: 

• Competitive salary 

• Paid vacation/holidays/sick time 

• Comprehensive benefits package including 401K, medical, dental, and vision care 

• On the job/cross training opportunities 

• Encouraging and collaborative team environment 

• Dedication to safety through our Zero Harm policy 

• Check us out: A Day in a life of Johnson Controls

What you will do: 

As a Senior Business Development Manager, you will develop and establish new business relationships with prospective customers in key target residential and light commercial markets throughout North America. This role will drive the first phases of a sophisticated sales process from making initial contact, qualifying the opportunity, providing capabilities presentation and/or demo, before teaming with legal, pricing and/or brand teams for account management for the continuation of the sales process. Incumbent must be able to identify complex customer needs and get along with a wide range of high-level executives within the customer and Johnson Controls organizations. Make meaningful contributions to sales growth, strategic business plan and meet financial targets for designated business development and sales team. Demonstrating key market expertise, insights, relationships, and strong account expansion plans. Must successfully operate in a team selling environment from account identification through the transition of account responsibility, ensuring efficient implementation.

How you will do it: 

Applying expertise, consultative selling skills, positive relationships, sales pipeline, structured penetration plan, leverage internal JCI resources, further develop existing and new relationships with key contacts in designated targets to build and implement initial sales opportunities. Following participation in the initial sale, successfully facilitate the handoff process with management to sales team, the National Account Manager and/or Regional Account Manager(s) within the sales team(s).

Develop account penetration plans which must include, but are not limited to competition within the account, business issues/struggles the customer is experiencing, satisfaction with current solutions, pricing, opportunity size, and the number of locations as well as milestone, tasks and due dates the incumbent must meet. The plan and activities must also use internal resources and cross-functional team members within business functions that support the sales organization.  For example, work cross functionally with marketing, pricing, supply chain, product teams and partner contractors to ensure each group is engaged in strategy for new segments.  Link customer objectives to turnkey solutions delivering a total value offering that creates a competitive advantage.  Manages ongoing sales and execution process while responding to and anticipating customer needs.

Build and maintain a sales pipeline with detailed information as to potential and qualified prospects. Identify key target executives within target accounts by position and by name with the goal of a specified number of face-to-face meetings by specified dates.

Provide transparent view to senior leadership and the sales team relating to business opportunities, progress, business issues, and industry information for utilization in overall success across growth strategy.  As a Sr Business Development Manager, you are an individual contributor that takes a lead role in the preparation and delivery of customer presentations, new business activities, and communication across sales group.

Maintains active participation in key market associations and participates in Trade Shows and other events for potential relationships within industry.

What we look for: 

Required

• College degree in Engineering, Sales/Marketing, or Business.

• Minimum seven (5) year's sales, business development industry experience (Residential and Light Commercial HVAC)

• Proven track record to interact and establish relationships effectively with executive level industry contacts and/or industry/segment professional organizations.

• The ability to analyze both customers and internal pricing matrixes

• Demonstrated ability to generate complex proposals and pricing development.

• Proficiency in Microsoft tools, PowerPoint, Excel, etc.

• Ability to comprehend and develop business plans, including marketing strategies.

• Excellent oral, written and presentation skills with the ability to present to senior-level executives as well represent the company within industry forums.

• Entrepreneurial demeanor, leadership abilities, and ability to be a great teammate at all levels.

• Ability to travel at least 50%.

Preferred

• MBA

• 6+ year's confirmed industry experience.

About the Manager:

I’ve been working in the HVAC industry for 15+ years. My experience includes sales, marketing, operations, and organizational leadership to build successful teams driving revenue growth. My interests revolve around the customers and my teams as we find solutions and opportunities.  If you consider this role, we will work together to build new business and lead market share growth across entire sales organization.  Expect to be challenged in this role to learn, tackle complicated projects, make judgements in the face of uncertainty, and conduct exploratory analysis of white space to identify new opportunities for the residential and light commercial business. As a leader, I’m focused on continuous learning and development – both building our own skillsets, but also improving our processes and products.

I value candidates with strong work ethic and a growth mindset who will be creative, proactive, and detail-oriented in their work.

I hope you’re excited to take on this challenge and help Johnson Controls grow its Residential and Light Commercial business! 

Johnson Controls has a lot of work to do and if you join me, you will get global experience and be able to add the word “transformation” to your resume! Let’s roll up our sleeves and do this!

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